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Common Mistakes During a Negotiation and How to Avoid Them

Posted on October 25, 2023 | by Sienna

Why did the bad negotiator bring a ladder to the meeting?

Because they wanted to reach a “higher level” of agreement!

Don't let poor negotiation skills leave you in check.

Negotiations are complex and often challenging. The pressure in a negotiation can cause even the best negotiators to make mistakes. All successful managers and salespeople need to negotiate at some point or another, and it won’t make your job any easier if you don’t know how to negotiate effectively. For instance, you may be unable to solve problems that other negotiators can solve easily.

Negotiation Training can benefit your sales team by equipping them with the skills to secure better deals, build stronger relationships, improve profitability and avoid negotiation mistakes.

We will look into 6 common mistakes made in negotiation and how they can be prevented.

Poor Preparation

As the old adage goes, “If you fail to plan you plan to fail.”

Just knowing what you want going into a negotiation is not enough. You need to plan and prepare.

Going into a negotiation well prepared will make you feel more confident, and will allow you to demonstrate your knowledge of the topic.

Not to mention, you will be less likely to forget something if you are prepared.

A good rule of thumb is to include everything in the negotiation from the beginning. It’s a lot more difficult to add new conditions or demands once the negotiation has already taken place.

Practice your pitch
Clarify your reasons or arguments
Think about what the other party is likely to say
Consider what you’re prepared to compromise on
Bring your notes with you

Failing to Build Rapport

Building rapport with your opponent in a negotiation is a strategic move that can significantly impact the outcome. It paves the way for more productive and cooperative negotiations.

You’re more likely to reach a mutually beneficial agreement if you establish a good relationship early in the negotiation process.

If you are unable to build rapport in a negotiation, you are less likely to be able to:

Establish Trust
Have open communication
Reduce Tension
Solve Problems
Overcome Deadlocks
Persuade

Poor Listening Skills

Poor listening skills in a negotiation can have detrimental effects on the negotiation process and its outcome.

To be a successful negotiator, you have to listen to the other person.

Avoid things like:

Interrupting
Ignoring what the other person is saying
Rushing or impatience
Being defensive

Good listening skills in negotiation can help you to learn what the other person wants and verify how far apart your positions are.

Not Establishing Your BATNA

Your “BATNA” or “Best Alternative to a Negotiated Agreement” should be established before you enter into a negotiation.

Your main goal in negotiation is to get what you want, but you also have to determine what your next-best alternative would be. This way, you can ensure you know when it’s best to walk away.

Having a BATNA means you can push harder during a negotiation, and potentially even get a better outcome than expected, because you’ve stayed open-minded.

Making Assumptions

Another common mistake in negotiations is to make assumptions.

Making false assumptions in a negotiation can lead to:

Misunderstandings
Biased Decision-Making
Inflexibility
Missed Opportunities

Instead, go into a negotiation assuming that nothing is off the table – this way, you will have more options.

Focusing only on Price

Going into a negotiation focusing only on price is a negotiation mistake, because you risk backing yourself into a corner.

Of course, many negotiations, especially in business, have a monetary aspect. And price is important, but often, it is only part of a deal.

So, what else could you negotiate? Consider other factors such as:

Adding additional services
Improving contract terms
Timing
Quantity or Volume

Value vs. Price in a negotiation. Focus on value.

Successful negotiations require preparation and a clear understanding of what both parties aim to achieve.

Although you want to secure the best deal, negotiations are not just about winning. There are many other factors that come into play.

Next time you need to negotiate, consider if you could be making a negotiation mistake that may cost you your desired outcome.

How much is poor negotiation costing you? Contact KONA to discuss tailored negotiation training for your sales team.

Call 1300 611 288 or Email info@kona.com.au

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7 Common Sales Mistakes and How to Avoid them

Posted on October 23, 2023 | by Sienna

Most people would agree that making a mistake is okay, as long as we learn from it and don’t make the same mistake again. Sales is no exception.

Too often we see salespeople who are confused as to why they are not converting leads. More often than not, we find that it’s because the sales team are making the same sales mistakes over and over. This is usually because they aren’t aware they are making a mistake.

Here is a list of 7 common sales mistakes we typically see, and how they can be avoided.

Making a mistake is okay, as long as we learn from it.

7 common sales mistakes

1. Poor Listening Skills

It’s common in sales for salespeople to over-explain their product or service.

When you are talking, you’re not listening to the needs and pain points of your customer. It’s important to find the right balance between talking and listening, but generally you should be listening more than you are talking.

Studies have shown that it is best for salespeople to allow their customers or prospects to speak for 57% of the time. In order to achieve this, or somewhere thereabouts, you should be asking quality questions. Then you can let your prospect take it from there.

For more on Listening Skills – Hearing ‘aint listening! – The Sales Expert | Podcast on Spotify

2. Not being Solution-Focused

Being solution-focused is about understanding your customer’s needs and problems and demonstrating how your offering can address those issues effectively.

Nowadays, most customers do their own research before talking to a sales rep, so usually they already know of the features that your product has to offer.

Before pitching, establish the pain points of your customer, and display your product as the solution.

3. Discussing Features and Benefits, but not Value

Many salespeople make the mistake of only pointing out a product’s features and benefits, rather than value.

Remember that value doesn’t always mean price. Think about the value your product will have to your prospect. For example:

Will it give them peace of mind?
Will it help them save time?
Will it improve their health or wellbeing?
Will it provide them with safety or security?

4. Poor Closing Skills

We often see Salespeople spending too much time focusing on how they are going to present their pitch, rather than focusing on the actual sale. The most important part of the sales process is to convert leads – turn a prospect into a customer – that’s what you should be focused on.

That’s not to say that your sales presentation doesn’t play a part in the sales process, but the key is: solving the customer’s problem.

You have to ask a prospect to buy. It’s important not to let distractions steer you away from your main goal of closing the deal.

The importance of objection handling skills in sales.

5. Unable to Handle Objections

As a salesperson, what should you do when you hear the words ‘No’, or ‘Not right now’?

Don’t get disheartened
See it as an opportunity, not a rejection
Show that you are open to hearing their questions or concerns
Be honest when answering their questions

Objections in sales are inevitable. Your customer has to be certain before they purchase, and as the salesperson, it’s your job to ease their concerns.

Be aware of the most common objections that you hear and address them in your pitch before the prosect brings them up. Doing so can prevent objections from derailing the conversation.

Remember that objections are a natural part of the sales process, and skilled objection handling can turn a “no” or “not right now” into a “yes.” Building trust and providing solutions are key to overcoming objections and closing deals.

6. Over Promising

Overpromising and underdelivering in sales can have significant negative consequences for both the salesperson and the business. It can result in:

Loss of Trust: Overpromising can erode trust with the customer. If you make grandiose claims that you can’t deliver on, customers will quickly lose confidence in your product or service and may even feel deceived.
Damaged Reputation: Word of mouth is a powerful force in business. If customers feel they’ve been misled by overpromising, they may share their negative experiences with others, damaging your company’s reputation.
Unhappy Customers: When you fail to meet the expectations you’ve set, customers will likely be disappointed.

7. Can’t get past the “Gate Keeper”

You have to be able to meet with the decision maker early in the sales process to make a successful sale – but this doesn’t mean you can’t talk to other parties involved.

During the sales process you will come across many people, who most of the time, will take you to the decision maker. It is a waste of time not to identify the right people to talk to.

Some tips to getting past the gatekeeper include:

Treat gatekeepers with respect. They often have an important role within the business and can be influential. A positive first impression can go a long way.
Build rapport with the gatekeeper. This may involve multiple interactions where you provide value or insight that benefits their role or the business.

It can be hard to avoid the occasional mistake, but keeping these tips and strategies in mind can help salespeople to minimise their chances of making a mistake that could cause damage to their reputation or that of the business.

You have to be able to get past the gatekeeper early in the sales process to make a successful sale.

Ensure your Sales Team aren’t making these Common Mistakes

The KONA Group: If you want to improve your sales team and give them the tools they need for success, learn more about working with us here.

Our Sales Training Programs: Join the salespeople and leaders who dramatically shifted their results with KONA Sales Training, and continue to smash sales records and generate raving fans. They call it an ‘unfair advantage’. To us, it’s simply learning to love sales and your customers again. Learn more here.

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You don’t sell B2B, You don’t sell B2C, YOU SELL H2H

Posted on October 13, 2023 | by Sienna

I remember as a child growing up in Wicklow, Ireland, going into my Dad’s office and he was looking perplexed.

I said, “What’s wrong Dad?” At which point he reached over and picked up a large pile of official looking pieces of paper and said, “Garret, if you ever go into business, please remember that irrespective of what we sell, we deal with people first. If we lose sight of the need to emotionally connect with the other person, we lose sight of how we should sell and help.”

He went on to explain that the document was a contract that he needed to go through, as the business he was working for didn’t listen to the needs and wants of his customer and they just kept quoting the contract.

We don’t sell B2B or B2C we sell H2H.

Too often we hear businesses referring to their interactions as B2B (Business to Business) or B2C (Business to Consumer), but what do all of these transactions have in common?

That at the core of them all, there are humans.

So, what does a H2H sales approach mean?

Selling H2H (human to human), means focusing on understanding the needs, challenges, and goals of the people you are selling to. It involves effective communication, active listening, and tailoring your solutions to address their specific needs.

H2H selling creates emphasis on personal connections, empathy, and relationship-building. It’s about recognising that behind every sales interaction, whether B2B or B2C, there is a person who makes decisions, and building meaningful relationships with those individuals is crucial for successful sales.

With this in mind, how can you tailor your approach to begin selling H2H? Here are 10 tips when selling H2H:

You don't sell B2B, you don't sell B2C, you sell H2H - Human to Human.

1. Authenticity

Building trust and rapport with customers requires authenticity.

People want to connect with real people, not faceless corporations.

Sharing your company’s story, values, and culture can help to create a genuine connection with customers.

Authenticity not only builds trust and credibility with customers but also helps salespeople establish meaningful and lasting relationships with their clients.

2. Personalisation

Have you ever had a salesperson or company personalise a product or service to you?

If you have, you will know how it made you feel, and how you were more inclined to use that product or service.

“People will forget what you said, people will forget what you did,

but people will never forget how you made them feel.” – Maya Angelou

Tailor your marketing and customer interactions to individual preferences and needs.

Use data and technology to provide personalised experiences that show you understand and care about each customer. Some benefits of taking the time to personalise your sales pitch include:

Making your pitch stand out from others
Adds a ‘Human touch’ making it less ‘robotic’
Shows the client that you understand their needs and goals

3. Communication

Effective communication is essential in sales. It’s important to engage in two-way conversations with your audience.

Respond promptly to inquiries and feedback
Actively seek out customer input and suggestions

If you would like to know more about how the

KONA Group can help you grow your business, click here.

4. Emotional Connection

Connect with your audience on an emotional level. Show empathy, compassion, and understanding. People are more likely to support businesses that align with their values and emotions.

Businesses that create strong “emotional contracts” with their customers develop a high level of trust, which overtime, increases revenue due to repeat purchases.

5. Transparency

Be transparent about your products, services, and business practices. Honest and open communication builds trust and credibility.

Putting ourselves in the customers shoes, when we purchase any product or service from a business, we expect honesty.

Customers don’t want to be misled, no matter how small the detail may be.

Be authentic and transparent during the sales process.

6. Storytelling

Share stories that resonate with your audience. Storytelling is a powerful way to convey your brand’s mission, values, and impact.

To be an exceptional salesperson these days, it requires more than product knowledge and data; you also need the ability to wrap the data in relevant stories.

Storytelling in sales allows you to bring more genuine emotion, trust, and connection into the process.

7. Customer-Centric Approach

Put the customer at the centre of everything you do. Make it easy for customers to reach out, provide feedback, and get support. Continuously improve based on their needs and preferences.

Being customer-centric makes it easier for customers to make purchases and can actually make customers want to purchase. Word of mouth is a powerful tool in sales, and if word gets around that you provide excellent customer service, it can lead to more referrals and ultimately more sales.

8. Community Building

Foster a sense of community around your brand.
Encourage customers to connect with each other and with your team.
You can do this through social media, forums, events, the list goes on.

9. Long-Term Relationships

Focus on building long-term relationships rather than just making one-time sales. Loyal customers who feel connected to your brand are more likely to stay and advocate for your business.

10. Feedback Loop

Establish a feedback loop to gather and act on customer feedback. This demonstrates that you value their opinions and are committed to improving their experience.

Asking for feedback can help to uncover new opportunities within client relationships and reduce customer complaints because you will be promptly reacting to their needs.

In the end, whether you’re selling to other businesses or directly to consumers, the H2H approach underscores the importance of human connection, empathy, and building lasting relationships.

It’s a mindset that can help businesses thrive in today’s customer-centric and highly competitive marketplaces.

Want to know more about KONA’s H2H Selling approach and

how you can implement this mindset in your business?

Call 1300 611 288 or Email info@kona.com.au

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6 Good and Bad Assumptions made by Salespeople – Updated

Posted on October 9, 2023 | by Sienna

In sales, assumptions should be used as starting points for understanding the prospect’s needs and situation. However, it’s vital for salespeople to be adaptable and willing to adjust their assumptions based on the information they gather during the conversation. There are key skills salespeople can work on to help them make better assumptions and build stronger relationships with their prospects.

Too often people assume that in Sales, assumptions are bad. That itself is a bad assumption. A poor Sales assumption at that.

Assumptions are great. We need to make assumptions.

Assumptions assist us in setting a direction, they give us something to aim for or a place to go. But indeed, for every action there is an equal and opposite reaction. That is, we must remember, there are two types of assumptions in Sales. Positive and False.

An assumption is something we take for granted, and when this turns out to be false, we call it a false assumption. There are numerous false assumptions people in sales might make. For example, a salesperson might falsely assume that a client’s problems are easy to fix. Not to the client they are not!

So, with both positive and false Sales assumptions in mind, here we have gathered for you a list of 6 Good and Bad assumptions made by Salespeople, and how to turn those assumptions into result driven activity with serious ROI!

If you’d like to discuss how KONA can help you improve your Sales Team,

you can reach out about working with us here.

Positive Sales Assumptions

My Best Price Really is my Best Price

When a client asks the question, “Is that your best price?” why do we reply, “Let me see if I can do better”? In KONA’s Negotiation Skills Workshops, we do an exercise where 80 percent of the participants caved when asked that question. You need to go to the negotiating table with the assumption that you are presenting your lowest price. But then again, why are you selling on price? Why aren’t you selling solutions? Make things happen!

Making assumptions can be a positive thing in sales.

This is going to be a Great Day

Eternal optimists are indeed wonderful to be around.

Everyday has something good in it! Why would you get out of bed if you did not believe this assumption?

“If I sell hard this month, it will grow my sales three months from now”. True. There is very little you can do to affect your sales this month. It is what it is. But what about the next few months?

You should be working on your sales three to six months in advance. String together three months’ worth of hard prospecting and combine it with the above “This is going to be a great day” assumption and you will have something to look forward to. That is, Sales! Make things happen!

THE PESSIMIST SAYS ½ Empty THE OPTIMIST SAYS ½ Full THE SALESPERSON SAYS “Let’s talk about the benefits of ice”

I don’t know everything

The sooner you acknowledge that, the smarter you already are. You can always, always, learn something new and improve your sales efficiency. No matter how well you are handling your time management, there is always time to grow your knowledge. There is always fat on that bone. However, this assumption is a curse every bit as much as it is a blessing.

"I am always doing that which I cannot do in order that I may learn how to do it. Pablo Picasso #Learn #Quote.

Just because you could work harder does not mean you should. As much as it is important to “not just sit there, do something!” it is also important to “not just do something, sit there!”. Everyone gets the same number of hours in a week. If you are being outsold by a competitor or even by someone in your office, a part of the reason why comes from the fact that the other salesperson is more efficient with their Sales time or is trying something new that they learnt. Go and make new things happen!

Negative or False Sales Assumptions

My Customers aren’t happy with their business

Wrong. If they were not, they would have already changed. Your job is to help them see why it is worth doing things differently. Focus only on what is relevant, actionable, and valuable to your prospect.

Help them envision how your solution will get them to their goals with greater ease. Leverage what you already know about your customers to ask better questions, deepen conversations, and establish credibility. Build that Effective Communication!

Through Effective Communication, that is Quality Questioning and Active Listening, you can demonstrate familiarity with your prospects’ business, processes, industry, issues and challenges to set yourself apart from the competition. Experiment with creative ways to get your customers saying, “Hmmm, that’s interesting. I’d like to learn more.” Make things happen!

There’s no point leaving a voicemail message

Here is an eye opener – voicemails actually hold a lot of value. For many, voicemail is considered a black hole of selling and a waste of time. But you in fact can gain a lot by leaving a professional message. Instead of thinking that your words are falling into the abyss, why not make the assumption that you are auditioning for the job? Every word, every inflection, every nuance is being scrutinised. Now, instead of leaving a bland voicemail message or worse, just hanging up, you see voicemail as a chance to demonstrate your selling skills as well as your persistency. Better preparation yields not only a better sales call, it also results in a better voicemail. Make things happen!

Voicemails lead to call back statistics.

I hope I fill my Pipeline this week

Hope is Not a Sales Strategy! Nor is it a business strategy. Or a success story strategy.

It is not a strategy for anything that requires a result.

There is only one strategy for Sales, business, success, results – and that is ACTIVITY. Activity drives results. That is it. It is that simple.

The more active you are the bigger and stronger your pipeline. The FOUR specific activities you need to look at immediately for your pipeline growth:

A clearly defined Sales Process
Spending at least three hours per month on Pipeline Management
Training Sales Managers on Pipeline Management
Implementing Power Hour

So, pick your correct assumption and make it work. The old adage says when you assume, you make an “ass” out of “u” and “me.” – that is crap. That only happens if you do not validate the assumption before you act on it. If you validate it, there are no asses, rather there is just two people (you and your customer) on the same page ready to make things happen.

Now go make things happen – start by getting your team ahead of the competition!

Contact KONA today on 1300 611 288 for a confidential conversation or

email info@kona.com.au

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The Importance of Sales Pipeline Management

Posted on October 2, 2023 | by Sienna

A sales pipeline allows you to track the sales process more effectively, but it also helps you plan and evaluate activities at each stage.

Sales pipeline management can provide insight into the sales process to examine what’s working and what needs attention.

Every part of the sales pipeline should be tracked and measured. Sales pipeline training is a crucial component of sales development and can offer several benefits to both individual sales representatives and organisations as a whole.

As a sales leader, pipeline management will give you an understanding into how well your marketing is working and where prospects are not converting. It will also help you evaluate performance by members of your sales team.

By tracking each stage, you can evaluate the impact of your marketing. If your inbound marketing efforts are failing to convert sales from qualified leads, it may indicate you need to change strategies or train your team on how to close. If your salespeople aren’t converting sales qualified leads at the rate you need, they may need additional support.

Pipeline management will give you insight into how well your marketing is working and where prospects are not converting. It will help you evaluate performance of your sales team.

What should an Effective Sales Pipeline do?

Identify and target weak points in each stage of your pipeline
Pinpoint areas where additional coaching or sales training can help
Understand and analyse why some deals didn’t close
Prepare for potential sales growth or downturns

Do you want:

Improved Sales Performance?

More consistency with sales numbers?

KONA’s Pipeline Management Training is the answer you are looking for. Let us tell you why.

Enhances Your Sales Skills

The KONA Pipeline training programs will cover a wide range of sales skills, including:

Prospecting
Qualifying leads
Objection handling
Negotiation
Closing techniques

Salespeople can sharpen their skills and adapt to changing market conditions.

Better Forecasting

With a well-trained sales team, organisations can more accurately forecast future sales revenue.

This helps in budgeting, resource allocation, and overall business planning.

Reduces Sales Cycle Length

KONA Sales training will teach techniques for moving deals through the pipeline more efficiently, potentially reducing the length of the sales cycle. This means faster revenue generation.

Customer Relationship Building

KONA’s Sales pipeline training emphasises the importance of building strong customer relationships. This will lead to higher customer satisfaction, repeat business, and referrals.

A sales pipeline will improve sales performance and provide more consistency with sales numbers.

Boosts Confidence

KONA Pipeline training will boost the confidence of your salespeople, which will have a positive impact on their interactions with customers. Confident sales reps are more likely to close deals successfully.

Give your Team a Competitive Advantage

Well-trained sales teams will gain a competitive edge in the marketplace. They are better equipped to:

Understand customer needs
Position their products or services effectively
Outperform competitors

Reduce Turnover

Investing in the development of your sales team will boost morale and job satisfaction, potentially reducing turnover.

A stable sales team leads to more consistent sales results.

KONA’s sales pipeline training is a valuable investment for both sales professionals and your business.

It will lead to improved sales performance, increased revenue, and a more competitive position in the market.

Get help managing your Pipeline

KONA’s Pipeline Management Training: If you want to give your sales team a competitive advantage and teach them how to effectively manage their pipelines, you can find out more about working with us here.

KONA’s Services: If you’re a business leader and you would like to know more about the services that the KONA Group can offer your business, click here.

Meet our team: We have many consultants in the KONA Group, all experts in their field. Click here to meet our team.

Call KONA on 1300 611 288 or Email info@kona.com.au

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Why is my Sales Team ‘Busy’ but not Producing results?

Posted on September 20, 2023 | by Sienna

It’s easy for salespeople to get caught up in the daily whirlwind of activities and tasks.

They might appear busy, but the critical question for sales managers and leaders is whether their sales team is truly focusing on what is important. As a sales manager, your job is to ensure targets are being hit. When they aren’t, it can be one of your hardest tasks to find out why.

So, what does it mean to be “busy” in sales, and what are some strategies for ensuring your salespeople prioritise what truly matters?

*Garret Norris and John Wright of the KONA Group, Delivering a Sales Training Workshop*

The Perils of being Busy

Busyness can be deceptive. Salespeople can spend hours each day on various tasks, e.g.

Answering emails
Attending meetings
Completing administrative work

Yet fail to make significant progress towards their sales goals.

This phenomenon, often referred to as the “activity trap,” can cause a decrease in productivity, frustration, and missed sales opportunities, the list goes on.

Why do salespeople fall into the busyness trap?

Lack of Priorities

Without clear priorities, salespeople will tend to focus on low-impact tasks while neglecting high-impact activities like:

Prospecting
Following up on leads
Closing deals

Overemphasis on Routine Tasks

Mundane and routine tasks can consume a significant portion of a salesperson’s day, leaving them with little time and energy for strategic activities.

Distractions

Constant interruptions, including unnecessary meetings and non-essential emails, can divert salespeople’s attention from what truly matters. Studies have shown that an average of around 84% of people get distracted at work, and the most common distractions include:

Emails
Phone calls/texts
Co-workers
The Internet

Ineffective Time Management

Poor time management skills can result in wasted hours and a sense of busyness without accomplishment.

Did you know that 63% of sales reps don't ask for the sale at the end of a sales conversation?

Focusing on What’s Important

To be successful in sales, you need to shift the focus from busyness to activities that drive results. Here are some key areas to concentrate on:

Prospecting: Identifying and reaching out to potential customers is at the core of sales.

Ensure that your sales team allocates sufficient time for prospecting activities, such as:

Researching leads
Making initial contact

Building Relationships: Building strong relationships with prospects and clients can lead to repeat business and referrals.

Encourage your salespeople to invest time in nurturing these relationships.

Effective Communication: Train your team to communicate effectively, whether it’s through phone calls, emails, or face-to-face meetings.

Clear communication can make all the difference in closing deals.

A quote on effective communication from Garret Norris, CEO of the KONA Group.

Product Knowledge: Statistics have shown that salespeople who have specific product education can sell up to 123% more than those without.

Salespeople should have an in-depth understanding of your products or services. A well-informed salesperson will undoubtably be able to address customer questions and objections more effectively.

Time Management: Teach your team time management skills to help them to:

Prioritise tasks
Allocate time to high-impact activities

Strategies for Ensuring Focus is on What’s Important

Now that we’ve established the significance of focusing on what’s important in sales, let’s explore strategies to help your salespeople avoid the busyness trap:

Set Clear Goals: Use S.M.A.R.T Goal setting – specific, measurable, achievable, realistic and timely sales goals.

This helps salespeople understand what they should or shouldn’t prioritise.

Invest in Training and Development: Invest in ongoing training to improve your team’s:

Sales skills
Product knowledge
Time management skills

A well-trained sales team is more likely to focus on what matters.

Use Technology: Implementing sales tools and technology that automates routine tasks, allows your team to spend more time on high-value activities.

Regularly Review Processes: Continuously assess your sales processes to identify bottlenecks and areas for improvement.

Streamlining processes can free up time for essential tasks.

Monitor Progress:

Keep track of your team’s performance through regular reporting and meetings
Provide feedback and coaching to ensure alignment with strategic goals

Being “busy” in sales doesn’t always equate to being productive or producing results.

Salespeople need guidance and support to prioritise what really matters.

You can help your sales team focus on what’s important and drive success in your organisation. Just remember that it’s not about how busy they appear, but about the value they bring to the table and the impact they make on your bottom line.

Contact KONA to discuss how our tailored Sales Training Programs can have a positive impact on your sales team.

Call 1300 611 288 or Email info@kona.com.au

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Does your Sales Team need Sales Coaching?

Posted on September 18, 2023 | by Sienna

Sales coaching is when an experienced Sales Trainer provides guidance and support to sales professionals to help them improve their sales performance and reach their full potential.

It’s a personalised and ongoing process aimed at enhancing sales skills, addressing specific challenges, and achieving personal and team goals.

A well-trained and motivated sales team can make all the difference between success and mediocrity.

One effective way to enhance your sales team’s performance is to engage with the best sales trainers for sales coaching. We’ll explore the significance of sales coaching and how to determine if your sales team could benefit from it.

The Importance of Sales Coaching

Sales coaching is a structured process aimed at improving the overall performance of your sales team. It involves providing guidance, feedback, and support to help sales professionals reach their full potential. Here are some key reasons why at KONA, we believe sales coaching is important:

Skill Development

An effective sales trainer will help to coach your team to acquire and refine essential selling skills, such as:

Effective communication
Objection handling
Negotiation

Garret Norris, CEO of the KONA Group delivering a training workshop. — *Garret Norris, CEO of the KONA Group delivering a training workshop*.

Performance Improvement

Regular coaching sessions can identify areas where your salespeople are struggling and provide targeted solutions to improve their performance.

Motivation and Engagement

Sales coaching boosts team morale and motivation by showing that the business invests in their growth and success.

The sales work is constantly adapting and changing. We also need to adapt to keep up with trends.

Adaptation to Change

The sales world is constantly evolving. Coaching helps salespeople adapt to:

New technologies
Market trends
Changing customer expectations

Consistency

Coaching ensures that all team members adhere to best practices and maintain a consistent approach to selling.

Signs Your Sales Team Needs Coaching

Now that we know the importance of sales coaching, what are some signs that indicate your sales team may benefit from coaching?

Declining Sales Performance

Have your team’s sales numbers been consistently falling? Is your team failing to meet targets? These are a clear indicator that coaching is needed.

High Turnover Rate

Having a high turnover within your sales team could suggest that they are not receiving the support and development opportunities they need to succeed.

Inconsistent Performance

Do some of your team members consistently outperform others?

Coaching can help bridge the performance gap and bring everyone up to a higher standard.

Resistance to Change

Salespeople who resist adopting new strategies, tools, or technology may require coaching to help them embrace change and stay competitive.

Lack of Confidence

If members of your team lack confidence in their abilities, it can significantly impact their sales results.

Coaching can boost their self-assurance.

The expected outcomes of Sales Coaching.

Difficulty Handling Objections

An inability to effectively handle objections from potential customers can hinder the sales process. Coaching will equip your team with better objection-handling skills.

Ineffective Communication

Poor communication skills can result in misunderstandings and missed opportunities. Coaching can enhance your team’s ability to communicate persuasively and empathetically.

Missed Sales Opportunities

If your team frequently loses deals they should have won, it may indicate the need for coaching to improve their closing techniques.

Implementing Sales Coaching

Once you’ve identified that your sales team needs coaching, it’s crucial to implement a structured coaching program

Assessment: Begin by assessing the strengths and weaknesses of each team member to tailor coaching sessions to their specific needs.

Set Clear Objectives: Define clear coaching objectives and goals to track progress effectively.

Provide Training: Invest in coaching training for managers or bring in external coaches with expertise in sales. All of KONA’s sales trainers have run businesses, led teams, built pipelines and managed accounts. We know that without sales, there is no business.

Regular Feedback: Conducting regular coaching sessions and providing constructive feedback will help your team improve continuously.

It's important to measure the results of sales coaching on your sales team.

Measure Results: Track the impact of coaching on sales performance and adjust the coaching program as needed.

Sales coaching is a powerful tool to enhance your sales team’s skills, motivation, and performance.

The first step is recognising the signs that your team may need coaching, the next step is to engage with a Sales Trainer to implement a structured Sales Coaching program.

Empower your salespeople to achieve their full potential and drive your

business to greater success.

Call 1300 611 288 or Email info@kona.com.au

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Sales Techniques to identify Customer Pain Points and Needs

Posted on August 30, 2023 | by Sienna

People buy for Pleasure or Pain, Aspiration or Need.

How do you identify the Needs and Pain Points of your Customers?

A key factor that determines the success of a company is its ability to truly understand the needs and pain points of its customers.

This understanding forms the foundation for creating products and services that address real problems and provide value. In this blog, we will explore sales techniques to identify customer needs and pain points to enhance your business strategies.

There are typically four types of customer pain points being Process, Financial, Support & Product.

Conduct Thorough Market Research

Market research is the starting point for identifying customer needs and pain points. It involves gathering information about your target audience, industry trends, and competitors.

Utilise both qualitative and quantitative research methods, such as:

Surveys
Focus groups
Social media analysis

This will help you to gather insights into your customers’ preferences, challenges, and desires.

Listen to Customer Feedback

Customer feedback is a goldmine of information.

Whether it’s through:

Customer support interactions
Online reviews
Social media comments

Paying attention to what your customers are saying can help uncover their pain points and unmet needs.

It’s important to regularly engage with customers to gather their opinions and experiences and make adjustments based on their feedback.

Create Buyer Personas

Buyer personas are fictional representations of your ideal customers.

By creating detailed personas that encompass demographic information, behaviours, goals, and pain points, you can better understand the motivations and challenges your customers face.

These personas serve as a reference point for tailoring your products and services to meet their specific needs.

Analyse Customer Journeys

Understanding the customer journey is crucial for identifying pain points.

Map out the various touchpoints a customer has with your brand, from initial awareness to post-purchase interactions.
Identify potential bottlenecks, moments of frustration, and areas where customers might be seeking additional solutions.

Addressing these pain points can lead to improved customer satisfaction.

Identify customer pain points by understanding the customer journey.

Monitor Social Media and Online Communities

Social media platforms and online communities provide valuable insights into customer discussions, complaints, and recommendations. Regularly monitor these spaces to identify emerging trends, common challenges, and areas where your target audience seeks solutions. Engaging in these conversations can also demonstrate your commitment to addressing customer needs.

Offer Exceptional Customer Support

Your customer support team is at the forefront of interacting with customers.

You can train them not only to resolve issues but also to listen to customer concerns.

By analysing the patterns of customer inquiries, you can identify recurring pain points and take steps to alleviate them.

Conduct Surveys and Questionnaires

Surveys and questionnaires provide a structured way to collect targeted feedback from your customers.

Craft questions that delve into their experiences, preferences, and challenges.

This data can help you identify trends, prioritise pain points, and make informed decisions about product development and improvements.

Monitor data analytics and usage patterns to uncover valuable insights into customer behaviour.

Monitor Analytics and Usage Patterns

Data analytics can reveal valuable insights into customer behaviour.

Monitor how customers interact with your website, mobile app, or products.
Identify drop-off points, frequently used features, and areas where customers spend the most time.

These patterns can provide insights into both needs and pain points.

Identifying customer needs and pain points is an ongoing process that requires continuous effort and adaptation.

By combining thorough research, active listening, and a commitment to delivering exceptional customer experiences, you can develop products and services that truly resonate with your target audience.

Remember, a customer-centric approach not only enhances your business’s bottom line but also fosters lasting customer loyalty.

The KONA Group specialise in Corporate Sales and Management Training Programs and Tailored Business Growth Strategies.

If you would like to find out what we can do for your business, call us on 1300 611 288 or

Email info@kona.com.au

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What are the Key Elements of a Successful Negotiation?

Posted on August 24, 2023 | by Sienna

I’m asked all the time about ego and negotiation and in a response to a delegate yesterday I said: “It seems you’re suggesting that having a strong ego or displaying an overly dominant attitude might not be effective in negotiation situations. In many cases, you’re right. Negotiation is a complex interpersonal process that often requires collaboration, active listening, and empathy.” – Garret Norris, CEO of the KONA Group

The Key Elements of Effective Negotiation

A successful negotiation involves several key elements that contribute to achieving a mutually satisfactory agreement between parties. Whether you’re negotiating a business deal, a contract, a salary, or any other arrangement, let us guide you through the elements that can greatly enhance your chances of success.

Preparation

Thoroughly research and understand your own needs, goals, and priorities, as well as those of the other party.

Anticipate potential objections, concessions, and alternative solutions.

Knowledge is a powerful tool in negotiation.

Clear Objectives

Clearly define your objectives and desired outcomes for the negotiation.

Having a well-defined goal helps you stay focused and avoid unnecessary concessions.

In Negotiation it is important to have well-defined goals in order to keep you focused.

Active Listening

An effective yet simple tactic when negotiating is to pay close attention to what the other party is saying.

Listen actively to their concerns, needs, and interests.

This helps build rapport and understanding, enabling you to find common ground.

Effective Communication

Clearly and persuasively convey your own points while acknowledging the other party’s perspective. Use concise and respectful language, and be open to asking clarifying questions.

Flexibility and Adaptability

Be prepared to adjust your approach and consider alternative solutions.

A willingness to compromise and find creative options can help break impasses.

Patience and Timing

Negotiations can take time. It’s important to stay patient and avoid rushing the process. Allow both parties to express themselves fully before moving forward.

Emotional Intelligence

Manage your emotions and be aware of the emotions of the other party.

Emotions can impact decision-making, so maintaining a calm and empathetic demeanor is crucial.

Building Relationships

Establish a positive rapport with the other party. A good working relationship can lead to more productive negotiations and future collaborations.

Trust and Credibility

Demonstrate honesty and integrity throughout the negotiation. Building trust enhances cooperation and reduces the likelihood of disputes later on.

The goal in negotiation is to find common ground where both parties feel they have gained something.

Win-Win Mindset

Remember to aim for a solution that benefits both parties. The goal is to find common ground where both sides feel they’ve gained value.

Concessions

Be strategic in making concessions. Don’t give away too much too soon, and ensure that any concessions are reciprocated.

The Importance of BATNA

BATNA in Negotiation means Best Alternative to a Negotiated Agreement.

BATNA (Best Alternative to a Negotiated Agreement):

Understand your BATNA and the other party’s BATNA. This is your fallback plan if the negotiation doesn’t result in an agreement. Knowing your BATNA gives you leverage.

Non-Verbal Communication

Pay attention to body language, tone of voice, and other non-verbal cues. These can provide insights into the other party’s thoughts and feelings.

Documentation

Clearly outline the terms of the agreement in writing to avoid misunderstandings later on. Both parties should have a clear understanding of their commitments.

Professionalism

Maintain a professional attitude and demeanor throughout the negotiation process. Respectful behaviour fosters a more productive atmosphere.

Timing and Deadlines

Use timing strategically. Introduce deadlines to encourage decisions and avoid unnecessary delays.

Mediation or Third Party

If negotiations reach a “deadlock”, consider involving a neutral third party or mediator to facilitate discussions and find common ground.

Remember, negotiation is a dynamic and complex process. The successful application of these elements can vary depending on the specific situation and the parties involved. Flexibility and adaptability are key in tailoring your approach to each negotiation.

Contact KONA for tailored Negotiation Training, or see what else we have to offer!

Sales Training – Some call it an ‘unfair advantage’. To us, it’s simply learning to love sales and your customers again.

Call Centre Training – focuses on the delivery of customer service excellence first and foremost.

Sales Pipeline – helps sales leaders to develop a customised funnel process for their organisation.

Power Hour – delivers immediate ROI by teaching your sales team the disciplines and skills to turn calls into sales and hot prospects.

Customer Service Training – the key to every organisation’s commercial success, and the glue that holds it all together.

And so much more.

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5 Ways Sales Coaching Can Improve Your Sales Team

Posted on July 20, 2023 | by Sienna

As part of our role, we assist companies coaching salespeople out in the field.

Last week was spent with a long-standing client in Brisbane accompanying Salespeople/Key Account Managers, visiting customers and prospects.

After each call we would talk about how they could have performed better and what they would do differently on the next call.

Results from Sales Coaching

Without exception, each salesperson increased their skills and became more confident after each call, some even made significant sales with prospects who previously told them that they will not buy… So, how?…

Trying New Sales Techniques from KONA Training

They tried new techniques that we ran in the sales training, and they loved but never actually put into practice when they went back out in the “coalface”.

So, how much time should you spend coaching your team each week? There isn’t a right or wrong answer, but if you are managing a business-to-business sales team, we recommend that you spend 40 – 65% of your time Sales Coaching your team.

When we look at training and how we “keep it alive” after the initial workshop, coaching plays a massive and important role.

Sales coaching is a powerful tool for developing and enhancing the skills of your sales team.

By providing targeted guidance and support, sales coaching can significantly improve your team’s performance and drive better sales results.

Five Ways Sales Coaching Can Benefit Your Sales Team

1. Sales Skills Development

Sales coaching focuses on identifying the strengths and areas for improvement of individual sales team members.

By providing personalised coaching sessions, you can help your team members develop essential sales skills, such as effective communication, negotiation, objection handling, and closing techniques.

Regular coaching sessions allow for continuous skill development and improvement, enabling your sales team to become more confident and successful in their roles.

2. Goal Setting and Accountability

Sales coaching plays a vital role in setting clear and achievable goals for your sales team.

By working closely with each team member, you can help them define S.M.A.R.T goals:

Specific
Measurable
Attainable
Relevant
Time-bound

Regular coaching sessions provide a platform for reviewing progress, discussing challenges, and holding team members accountable for their goals.

This process keeps your team focused, motivated, and aligned with the overall sales objectives.

3. Enhancing Sales Strategies

Sales coaching helps your team members refine their sales strategies and approaches.

Through one-on-one coaching sessions, you can:

Analyse past sales interactions
Evaluate sales techniques
Provide feedback on how to improve

By identifying areas where adjustments are needed, such as refining the sales pitch, overcoming objections, or adapting to different customer personas, you can guide your sales team toward more effective and successful strategies.

4. Building Confidence and Motivation

Sales can be a challenging and competitive field, and it’s essential to maintain your team’s confidence and motivation.

Sales coaching provides an opportunity to recognize and reinforce individual achievements, celebrate successes, and boost team morale.

By offering guidance, support, and constructive feedback, you can instil confidence in your team members, helping them overcome obstacles and stay motivated in their pursuit of sales excellence.

5. Continuous Learning and Adaptation

The sales landscape is constantly evolving, and it’s crucial for your team to adapt to changing market dynamics and customer preferences.

Sales coaching encourages continuous learning by staying updated on industry trends, new sales techniques, and emerging technologies.

Through coaching, you can provide resources, training materials, and industry insights to equip your team with the knowledge and skills needed to stay ahead of the competition.

Sales Coaching empowers your sales team by: